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Selling and Sales Management 10th edn

Selling and Sales Management 10th edn

10th Edition

David Jobber, Geoffrey Lancaster

Mar 2015, Paperback, 544 pages
ISBN13: 9781292078007
ISBN10: 1292078006
For orders to USA, Canada, Australia, New Zealand or Japan visit your local Pearson website
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Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area.

This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment.

This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.

List of figures

List of tables

About the authors

Preface

Acknowledgements

Part 1 Sales perspective

1 Development and role of selling in marketing

2 Sales strategies

Part 2 Sales environment

3 Consumer and organisational buyer behaviour

4 Sales settings

5 International selling

6 Law and issues

Part 3 Sales technique

7 Sales responsibilities and preparation

8 Personal selling skills

9 Key account management

10 Relationship selling

11 Direct marketing

12 Internet and IT applications in selling and sales management

Part 4 Sales management

13 Recruitment and selection

14 Motivation and training

15 Organisation and compensation

Part 5 Sales control

16 Sales forecasting and budgeting

17 Salesforce evaluation

Appendix: Case studies and discussion questions

Index